Essential Consultative Selling Skills [ONLINE] Zoom Live Workshop

Best Practices Workshop

Available ONLINE for Convenience and Safety

Consultative Selling is a complex process involving a lengthy Sales Cycle, multiple decision-makers and often a high level of risk for the buyer.

This 6-hour workshop (conveniently delivered in two, 3-hour sessions) provides sales teams with best practices, skills, tools and a framework to develop mutually beneficial solutions that effectively engage customers throughout the complex sales process.

Session 1 – September 29, 2020   |  9:00 am – Noon

  • Pre-call preparation & the “POP” model
  • Minimizing the unknown via “Discovery”
  • Communicating effectively in the complex sale
  • Active listening and common blocks
  • Great questions vs. good questions
  • Adapting to Customer styles
  • Evaluating & engaging key decision-makers via the “3 As”
  • Demonstrating value over cost

Session 2 – October 6, 2020   |   9:00 am – Noon

  • Managing the 3 dimensions of negotiations
  • Employing the 7 Sales negotiation principles
  • Satisfying customer needs over wants
  • Maintaining a customer vs. product focus
  • Establishing Customer relationships – Vendor or Partner?
  • Balancing dual roles
  • Representing your company to the customer
  • Representing the customer to your company

Click here to Register.

Cost:  $495 / person (includes Course Materials)

Jack Tongue is a learning & development leader with over 30 years’ experience in the creation, development, and delivery of training solutions. He has managed training programs for a broad range of technology and transportation companies including Penske Truck Leasing and Lucent Technologies.

Want this course taught on-site to your management team, we can customize course content to target your specific business needs.  – Contact Allison Creveling ( or 610 607 6208.

For questions about the program content or registration process, contact Mike Salute ( or 610 372 4721 ext 5176

Categories: Operational Excellence Training and Programs, Workforce Development News

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